Which of the following scenarios illustrates an order winner? A. A company speci

Question

Which of the following scenarios illustrates an order winner? A. A company specifies that they will purchase materials only from suppliers that have achieved a specific certification. B. As part of her initial search, Janice screened mutual funds based on a five-year return of twenty percent and the manager tenure of at least ten years. She planned to study the prospectus for each of those funds before investing her nest egg. C. A safety conscious customer considers only vehicles that have side air bags and anti-lock brakes. D. Ken had always been fascinated by shiny objects, so he plucked the chrome-plated thermos from the shelf and raced to the nearest checkout line.

Explanation / Answer

The correct answer is (D) Ken had always been fascinated by shiny objects, so he plucked the chrome-plated thermos from the shelf and raced to the nearest checkout line.

Explanation - The appearance of the object (thermos) stands out in the crowd and fascinates a customer in making his buying decisions. So, the product differentiates itself by a special feature from the other products. This is an example of order winning. The other three alternatives are just qualifying some criteria for the selection and are order qualifiers.

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